This session is a continuation of the webinar on

. What is different is our focus on the conversation with the client. There are always possibilities of the client having future needs which have not been anticipated. Therefore, effective questioning and listening skills are very important to engage the client in discussions on their issues and the impact current economy and market cycle may have on their insurance needs.

Participants in this webinar will learn about:

• Demonstrating knowledge of the client, current issues and changes in their situation – business or personal
• Asking the right questions to uncover new or unmet needs and understanding their level of satisfaction with service
• Listening for key points of interest
• Creating a sense of urgency to resolve gaps in coverage
• Moving the client to wanting more information on new solutions or options to consider